How Do You Organize Your Customer Base?

The following year, 60 % of the business that we brought i ca came from our fan base. And so today, it's actually 60 % of our total revenue. That gives you a sense of how much that has increased dramatically. To your point, it's all about doing it systematically. Separate deal pipe line, separate nurturing flows, a direct outreach,. A mention that sometimes a piece of content would be relevant to a subi a subset of that group. Ever every client or potential clint that we're targeting right now that's in that space, let's make sure this piece of content gets in front of them.